DGM - Sales & Market Development, India

1. Role Purpose:

The Deputy General Manager - Sales & Market Development, India will be responsible for developing and driving the India market for the company's portfolio of 5-star luxury hotels, safari lodges and resorts across East Africa, with primary focus on Kenya, Tanzania and other strategic East African destinations. The person will act as the India commercial bridge between the properties and the key travel trade ecosystem, including luxury tour operators, DMCs, OTAs, travel advisors, wedding specialists, MICE agencies and premium corporate accounts.

2. Key Responsibilities:

Build the India Sales Network:

- Develop strong relationships with leading luxury tour operators, outbound travel companies and travel advisors.

- Build and manage a database of priority Indian travel partners.

- Personally maintain relationships with the Top 50 - 100 influential operators selling Africa and luxury international travel.

- Expand the network into luxury specialists, wedding planners, MICE agencies and premium corporate accounts.

Drive Room Nights & Revenue:

- Own India market room night, occupancy and revenue targets.

- Develop annual and quarterly sales plans for each property.

- Convert trade relationships into actual bookings rather than merely generating enquiries.

- Track the complete funnel: Agents Contacted - Activated - Quoting - Booking - Repeat Booking.

OTA & Digital Distribution:

- Develop relationships with major OTAs and online travel platforms relevant to luxury outbound travel.

- Ensure appropriate positioning, content, pricing and promotions for the properties.

- Work with revenue and distribution teams to optimise ADR, availability, visibility and conversion.

- Identify emerging digital platforms that can generate incremental luxury demand.

Tour Operator Contracting:

- Negotiate commercial agreements, preferred rates and packages with key operators.

- Develop 4, 5, 6 and 7 night Kenya/East Africa packages combining safari, beach and luxury experiences.

- Ensure the properties are included in operators' Africa brochures, websites and campaigns.

Luxury Travel Trade Engagement:

- Conduct regular sales calls and presentations across major Indian markets.

- Organise roadshows, agent meets, webinars, product trainings and one-to-one meetings.

- Conduct FAM trips for high-potential travel partners.

- Build product knowledge among agents so they can confidently sell the properties.

Market Development:

- Develop demand from luxury FIT travellers, honeymooners, families and high-net-worth individuals.

- Develop safari enthusiasts, luxury groups, MICE, destination weddings and corporate retreats.

- Target special-interest travel and premium adventure travellers.

3. Geographic Responsibility:

The role should initially focus on major outbound markets including Delhi NCR, Mumbai, Bengaluru, Chennai, Hyderabad, Kolkata, Ahmedabad and Pune, with selective expansion into Tier-2 cities where luxury Africa demand is emerging.

4. Critical Relationship Requirement:

Non-negotiable requirement: The candidate must already have a strong and demonstrable network among India's leading outbound tour operators, luxury travel advisors and OTAs, particularly those selling Africa, safari, luxury holidays and high-value international travel.

The role should not be filled by a pure hotel sales professional who has to build the network from zero.

6. Ideal Candidate Profile:

- Experience: 12-18+ years in luxury hospitality, outbound travel, Africa tourism or international travel.

- Preferred background: luxury hotel group, safari/luxury lodge company, leading outbound tour operator, DMC, luxury travel company or OTA with an international/luxury portfolio.

- Strong India travel industry relationships and an existing operator network.

- Strong OTA understanding and luxury travel selling experience.

- Ability to generate business independently and negotiate effectively.

- Excellent presentation and relationship management skills.

- Willingness to travel extensively within India.